SAQA All qualifications and part qualifications registered on the National Qualifications Framework are public property. Thus the only payment that can be made for them is for service and reproduction. It is illegal to sell this material for profit. If the material is reproduced or quoted, the South African Qualifications Authority (SAQA) should be acknowledged as the source.
SOUTH AFRICAN QUALIFICATIONS AUTHORITY 
REGISTERED UNIT STANDARD THAT HAS PASSED THE END DATE: 

Negotiate an agreement or deal in an authentic work situation 
SAQA US ID UNIT STANDARD TITLE
13948  Negotiate an agreement or deal in an authentic work situation 
ORIGINATOR
SGB Generic Management 
PRIMARY OR DELEGATED QUALITY ASSURANCE FUNCTIONARY
-  
FIELD SUBFIELD
Field 03 - Business, Commerce and Management Studies Generic Management 
ABET BAND UNIT STANDARD TYPE PRE-2009 NQF LEVEL NQF LEVEL CREDITS
Undefined  Regular-Fundamental  Level 4  NQF Level 04  5 
REGISTRATION STATUS REGISTRATION START DATE REGISTRATION END DATE SAQA DECISION NUMBER
Passed the End Date -
Status was "Reregistered" 		 2018-07-01  2023-06-30  SAQA 06120/18 
LAST DATE FOR ENROLMENT LAST DATE FOR ACHIEVEMENT
2026-06-30   2029-06-30  

In all of the tables in this document, both the pre-2009 NQF Level and the NQF Level is shown. In the text (purpose statements, qualification rules, etc), any references to NQF Levels are to the pre-2009 levels unless specifically stated otherwise.  

This unit standard does not replace any other unit standard and is not replaced by any other unit standard. 

PURPOSE OF THE UNIT STANDARD 
This unit standard is intended as part of a qualification for managers of small businesses and junior managers of business units in larger organisations. The term business unit in this unit standard implies a small business, cost centre, section or department. The unit standard could be useful for any employee who is involved in situations where negotiation skills are required.

Junior managers include, but are not limited to team leaders, supervisors, first line managers and section heads. The positionor term is used to describe the first level of management in an organisation at which an employee has other employees reporting to him/her.

The qualifying learner is capable of:
  • Explaining the need for negotiation skills in business.
  • Explaining the steps in the negotiation process.
  • Applying the steps in the negotiation process to an authentic situation.
  • Explaining strategies that could be used in negotiation. 
    		•

    LEARNING ASSUMED TO BE IN PLACE AND RECOGNITION OF PRIOR LEARNING 
    There is open access to this unit standard.

    Learners should be competent in Communication and Mathematical Literacy at NQF Level 3. 

    UNIT STANDARD RANGE 
  • For the purpose of this unit standard the term business unit is used to mean a cost center, department or small business.
  • Steps in the negotiation process include preparation, presentation, probing, bargaining and closing.
  • Different types of closure include, but are not limited to, concession close, summary close, adjournment close, or-else close and either-or close. 
    		•

    Specific Outcomes and Assessment Criteria: 

    SPECIFIC OUTCOME 1 
    Explain the need for negotiation skills in business. 

    ASSESSMENT CRITERIA     

    ASSESSMENT CRITERION 1 
    1. Reasons why managers need negotiation skills are indicated with reference to the changing nature of the workplace and democratisation. 

    ASSESSMENT CRITERION 2 
    2. The kind of decisions that lower level managers are required to negotiate is identified with reference to the management structure of organisation and labour legislation. 

    SPECIFIC OUTCOME 2 
    Explain the steps in the negotiation process. 

    ASSESSMENT CRITERIA     

    ASSESSMENT CRITERION 1 
    1. The steps used in negotiation are named and explained in terms of what is entailed at each step. 

    ASSESSMENT CRITERION 2 
    2. Reasons why negotiations fail are listed and an indication is given of what negotiators can do to facilitate a mutually satisfactory solution. 

    ASSESSMENT CRITERION 3 
    3. The abilities needed by skilled negotiators are identified and an indication is given of how each ability can contribute to the success or failure of a negotiation and at what stage of the negotiation each skill may be required. 

    SPECIFIC OUTCOME 3 
    Apply the steps in the negotiation process to an authentic work situation. 

    ASSESSMENT CRITERIA     

    ASSESSMENT CRITERION 1 
    1. The concepts of "favoured outcome', "settlement point" and "point beyond which you cannot g" are explained for a selected scenario. 

    ASSESSMENT CRITERION 2 
    2. The disadvantages to each party for each position are considered prior to meeting. 

    ASSESSMENT CRITERION 3 
    3. Possible points that the other party might raise are anticipated and a possible response to each identified point is considered for the selected scenario. 

    ASSESSMENT CRITERION 4 
    4. A proposal is presented and a clear indication is given of what is and what is not on the table for a selected scenario. 

    ASSESSMENT CRITERION 5 
    5. A point-by-point summary of the proposal is compiled to ensure that both parties have a common understanding of the nature and extent of the proposal. 

    ASSESSMENT CRITERION 6 
    6. Questions are asked to build common ground and establish the existence of any hidden agendas. 

    ASSESSMENT CRITERION 7 
    7. Shared interests, opportunities for cooperation and common principles are identified in order to facilitate negotiation. 

    ASSESSMENT CRITERION 8 
    8. A position is amended without sacrificing fundamental interests for a selected scenario. 

    ASSESSMENT CRITERION 9 
    9. Questions are asked for clarification and explanation. 

    ASSESSMENT CRITERION 10 
    10. Questions are asked to test understanding and to summarise understanding of a position. 

    ASSESSMENT CRITERION 11 
    11. Demands of the other party are analysed and a concession is proposed for a selected scenario. 

    ASSESSMENT CRITERION 12 
    12. The negotiation is closed for a selected scenario. 

    SPECIFIC OUTCOME 4 
    Explain strategies that could be used in negotiation. 

    ASSESSMENT CRITERIA     

    ASSESSMENT CRITERION 1 
    1. Tactics that can be used to delay a negotiation are described with examples. 

    ASSESSMENT CRITERION 2 
    2. Methods that can be used to break a deadlock are explained with examples. 

    ASSESSMENT CRITERION 3 
    3. Different types of closure are identified and an indication is given of when each is suitable. 


    UNIT STANDARD ACCREDITATION AND MODERATION OPTIONS 
    Assessment of this Unit Standard should be contextual and practical.
  • Assessors must be registered as assessors with the Services ETQA or an ETQA that represents the sectors in which the learner is employed.
  • Moderators must be registered as assessors with the Services ETQA, or with an ETQA that has a Memorandum of Understanding with the Services ETQA.
  • The mechanisms and requirements for moderation should be applied in accordance with the requirements of the relevant ETQA.
  • Assessment should include both formative and summative assessment.
  • Training providers must be accredited by the Services ETQA or with an ETQA that has a Memorandum of Understanding with the Services ETQA. 
    		•


    Critical Cross-field Outcomes (CCFO): 

    UNIT STANDARD CCFO IDENTIFYING 
    Learners are able to make decisions in identifying deciding on a position, anticipating responses from the other party, conceding in negotiation and closing a negotiation. 

    UNIT STANDARD CCFO COLLECTING 
    Learners are able to collect, organise and evaluate information in preparing for negotiation and asking questions of the other party. 

    UNIT STANDARD CCFO COMMUNICATING 
    Learners are able to communicate effectively and responsibly in negotiating in a selected scenario. 

    UNIT STANDARD CCFO DEMONSTRATING 
    Learners are able to demonstrate an understanding of the world as a set of related systems when recognising relation between the democratisation of the workplace and the need for negotiation skills. 

    REREGISTRATION HISTORY 
    As per the SAQA Board decision/s at that time, this unit standard was Reregistered in 2012; 2015. 

    QUALIFICATIONS UTILISING THIS UNIT STANDARD: 
      ID QUALIFICATION TITLE PRE-2009 NQF LEVEL NQF LEVEL STATUS END DATE PRIMARY OR DELEGATED QA FUNCTIONARY
    Core  49021   Further Education and Training Certificate: Debt Recovery  Level 4  NQF Level 04  Passed the End Date -
    Status was "Reregistered"     		 2023-06-30  FASSET 
    Core  61450   Further Education and Training Certificate: Film and Television Production Operations  Level 4  NQF Level 04  Passed the End Date -
    Status was "Reregistered"     		 2023-06-30  MICTS 
    Core  49120   Further Education and Training Certificate: Film, Television and Video Production Operations  Level 4  NQF Level 04  Passed the End Date -
    Status was "Registered"     		 2007-12-02  Was MICTS until Last Date for Achievement 
    Core  58063   Further Education and Training Certificate: Labour Recruitment Services  Level 4  NQF Level 04  Passed the End Date -
    Status was "Reregistered"     		 2023-06-30  SERVICES 
    Core  65110   Further Education and Training Certificate: Management  Level 4  NQF Level 04  Passed the End Date -
    Status was "Reregistered"     		 2009-03-14  As per Learning Programmes recorded against this Qual 
    Core  66249   Further Education and Training Certificate: New Venture Creation  Level 4  NQF Level 04  Passed the End Date -
    Status was "Reregistered"     		 2023-06-30  SERVICES 
    Core  36436   National Certificate: Local Economic Development  Level 4  Level TBA: Pre-2009 was L4  Passed the End Date -
    Status was "Reregistered"     		 2023-06-30  LG SETA 
    Elective  93997   National Certificate: Contact Centre and Business Process Outsourcing Support  Level 3  NQF Level 03  Passed the End Date -
    Status was "Reregistered"     		 2023-07-30  As per Learning Programmes recorded against this Qual 
    Elective  83946   National Certificate: Management  Level 3  NQF Level 03  Passed the End Date -
    Status was "Reregistered"     		 2023-07-30  As per Learning Programmes recorded against this Qual 
    Elective  66349   Further Education and Training Certificate: General Forestry  Level 4  NQF Level 04  Passed the End Date -
    Status was "Reregistered"     		 2015-06-30  FPMSETA 
    Elective  65989   Further Education and Training Certificate: Human Settlements Development  Level 4  NQF Level 04  Passed the End Date -
    Status was "Reregistered"     		 2023-06-30  CETA 
    Elective  58800   Further Education and Training Certificate: Project Support Services  Level 4  NQF Level 04  Passed the End Date -
    Status was "Reregistered"     		 2023-06-30  SERVICES 
    Elective  48883   Further Education and Training Certificate: Small Business Advising (Information Support)  Level 4  NQF Level 04  Passed the End Date -
    Status was "Reregistered"     		 2023-06-30  SERVICES 
    Elective  57428   Further Education and Training Certificate: Youth Development  Level 4  NQF Level 04  Passed the End Date -
    Status was "Reregistered"     		 2023-06-30  ETDP SETA 
    Elective  48640   National Certificate: Financial Services Management  Level 4  Level TBA: Pre-2009 was L4  Passed the End Date -
    Status was "Reregistered"     		 2023-06-30  INSETA 
    Elective  48669   National Certificate: Live Event Technical Production  Level 4  Level TBA: Pre-2009 was L4  Passed the End Date -
    Status was "Reregistered"     		 2023-06-30  CATHSSETA 
    Elective  48671   National Certificate: Music Industry: Sound Technology  Level 5  Level TBA: Pre-2009 was L5  Passed the End Date -
    Status was "Reregistered"     		 2023-06-30  MICTS 
    Elective  97228   National Certificate: Paralegal Practice  Level 5  NQF Level 05  Passed the End Date -
    Status was "Reregistered"     		 2023-06-30  As per Learning Programmes recorded against this Qual 
    Elective  49023   National Diploma: Liaison Interpreting  Level 5  NQF Level 05  Passed the End Date -
    Status was "Reregistered"     		 2023-06-30  QCTO 
    Elective  48784   National Diploma: Translation  Level 5  NQF Level 05  Passed the End Date -
    Status was "Reregistered"     		 2018-12-31  CHE 


    PROVIDERS CURRENTLY ACCREDITED TO OFFER THIS UNIT STANDARD: 
    This information shows the current accreditations (i.e. those not past their accreditation end dates), and is the most complete record available to SAQA as of today. Some Primary or Delegated Quality Assurance Functionaries have a lag in their recording systems for provider accreditation, in turn leading to a lag in notifying SAQA of all the providers that they have accredited to offer qualifications and unit standards, as well as any extensions to accreditation end dates. The relevant Primary or Delegated Quality Assurance Functionary should be notified if a record appears to be missing from here.
     
    1. A.S.A.P Training and Consulting 
    2. A4 Consultancy CC 
    3. Africa Institute For Public Administration 
    4. African Divas 
    5. AFRICAN MULTISKILLS DEVELOPMENT AND TRAINING 
    6. AGAMA Consulting and Services 
    7. Alpharide 
    8. Amabamba Recruitment 
    9. Amangile Academy (Pty) Ltd 
    10. Arkenstone (PTY) LTD 
    11. AVAX SA 481 CC. T/A Mandisa Development Services 
    12. AVC Corporate Advisory Services (PTY) LTD. 
    13. Avenida (Pty) Ltd 
    14. B T Group of Companies PTY Ltd 
    15. Bakgatla Municipal Solutions 
    16. Bantubanye Skills 
    17. Bavelile Consultants and Training 
    18. Belgravia Institute of Mangement (PTY) LTD 
    19. Bettes - Types Trading and Projects 
    20. Black Thari Trading Enterprise 
    21. BLC Entertainment 
    22. BMST Consulting 
    23. Boikgalaletso Skills Development 
    24. Boikgantsho Consulting & Events 
    25. Boikgantsho Consulting Events cc 
    26. Boni Africa Events & Development 
    27. BPO Skills Academy Pty Ltd 
    28. Breaking Ground Learning and Development 
    29. Brilliant Affairs 
    30. Business Skills Institute (Pty) Ltd 
    31. C Madumo Projects cc 
    32. CCI Call Centres 
    33. Central Bridge Trading 109 
    34. Chuene Bosa Bosele Trading & Enterprise (PTY) LTD. 
    35. Commisioned Training cc 
    36. Continuing Education Programme 
    37. CSS Credit Solutions Services (Pty) Ltd 
    38. D T M CONSULTING CC 
    39. Daily Double Traiding 281 
    40. Danearl (PTY) LTD 
    41. Development Bank of Southern Africa (DBSA) 
    42. DialNx Consultants 
    43. Ditirelo Skills Development Services 
    44. Ditlou Solutions 
    45. Eastern Rose Enterprise 
    46. Edu Power Skills Academy 
    47. Edutel Skills Development Pty Ltd 
    48. Edutraining Business College 
    49. Elective Training Institute Enterprise CC 
    50. Employ and Empower Deaf PTY Ltd 
    51. Envirogreen 
    52. Esehlula Bashuki 
    53. Ethembeni Multi Service Enterprise (Pty) Ltd 
    54. Express Model 405 
    55. Faith First Trading 
    56. Future Performance Training Pty Ltd 
    57. Gauteng Association Of Local Authorities 
    58. Giamanje TVET College 
    59. Giggs Creations 
    60. Glentech Innovative Design Concepts 
    61. Glere Skills and Consultants 
    62. Global Care Trading 100 CC 
    63. Gogone S Trading & Projects 
    64. Gugulethu Management & Training Consultancy 
    65. Hadima Training Academy 
    66. Hanyeleni Business Enterprise 
    67. HCI Skills Training Pty Ltd 
    68. Hercuscope 
    69. HILLCROSS BUSINESS SCHOOL (PTY 
    70. Hlombe and Associates 
    71. Ikwanda Customs Consultants CC 
    72. Iliso Investment holdings (Pty) Ltd 
    73. Imithombo Institute 
    74. Inkcubeko YakwaNtu Trading 
    75. Innova8 Solutions 
    76. Institute of Cooperatives and Community Economic Development 
    77. INTERMASIKO CC 
    78. IQ Skills Academy (PTY) LTD. 
    79. IT Portal 
    80. Iziko Capacity Building CC. 
    81. Jabukile Consultancy 
    82. JIT Projects 
    83. Jobafrik Consulting 
    84. Johsie Enertprise 
    85. Josmap Training Institute 
    86. Jucamo Shelf 4 CC. 
    87. K Boneng Consulting Services P 
    88. Kernel Management and Consulting (PTY) LTD. 
    89. Keydimensions Risk Solutions 
    90. Keystone Learning 
    91. Kgotla Trading Enterprise 
    92. Khumo Project Management Services 
    93. Kia Chuma 
    94. KPH Enterprises 
    95. KPK Training Solutions 
    96. KweLanga Training (Pty) Ltd 
    97. KZN Tourism Training 
    98. Learning and Performance Academy 
    99. LEGAL ENVIRONMENT SAFETY & HEALTH REQUIREMENTS CC 
    100. Lelethu Training (Pty) Ltd 
    101. Leratham Supply Distribution and Enterprise 
    102. Leronsa Trading Enterprise 
    103. Lesias Educational Services 
    104. Letsete Behub 
    105. Lewerb Holdings (PTY) Ltd 
    106. Life Long ABET Consulting 
    107. Lilihle Trading and Projects 
    108. Lilithalethu Holdings 
    109. Limpopo LED Resource Centre 
    110. Livhus Consulting Service 
    111. Local Government Management Academy 
    112. Londimvelo Consultants 
    113. Lunga 99 Trading Enterprise 
    114. Lwazi Community Facilitator 
    115. M.I.C. Training and Development 
    116. Mabuya Amahle Trading 
    117. Madingoane and Family Construction 
    118. Mafusega Projects 
    119. Mahayi HRD Services cc 
    120. Makhuba Development Projects CC 
    121. Makoti Skills Development Solutions 
    122. Makwenzeke Grass and Cleaners CC. 
    123. Mancosa (PTY) LTD T/A Management College of Southern Africa 
    124. MANCOSA Pty (Ltd) 
    125. Mathye and Ditlou Dynasty Corporate 
    126. Matsila Holdings 
    127. Mbokazi & Mkhize 
    128. Mc Intosh Xaba and Associates (MXA) 
    129. MENTORNET PTY LTD 
    130. Mgwezane Training and Events Management CC. 
    131. Miczo's Enterprise 
    132. Mimoisa Business Solutions CC 
    133. Misol Projects cc 
    134. MJ Mafunisa Consulting (PTY) LTD 
    135. Mmanape Management Solutions 
    136. MML Consulting CC. 
    137. Mod-Mosh Projects and Consulting (PTY) LTD 
    138. Mohlaje Solutions (Pty) Ltd 
    139. Morena Empire Investment 
    140. Mortarboard Training Solutions 
    141. Mosako Wa Kitso 
    142. MUHANGWENE DEVELOPMENT ENTERPRISE 
    143. Multi-Skills Training & Development Institute (Pty) Ltd 
    144. Multiple Productive Management Solutions 
    145. National Peace Accord Trust 
    146. Ndrendre Building & General Services 
    147. NEBSA MANAGEMENT SERVICES CC 
    148. NEDTEX73 
    149. Nemalale Eagles Consultancy CC 
    150. Neopeo Trading & Projects 
    151. Nhlahle Development Agency 
    152. NTI College 
    153. Ntsu Trading 559 CC. 
    154. Omithombo Management Academy 
    155. Organisation Development International (Pty) Ltd 
    156. OSCAR MADLALA CONSULTING AND PROJECTS CC 
    157. Outeniqua Leadership Institute 
    158. Pachedu Skills Solutions 
    159. Pandelani Investment Holdings (PTY) LTD. 
    160. PAUL ALLEN DEVELOPMENT PTY LTD 
    161. Pebetse Training and Consulting 
    162. PFIM Trading (Pty) Ltd 
    163. Philani Solutions 
    164. Phoebelle (Pty) LTD 
    165. Pioneer Business Consulting 
    166. PM Skills House 
    167. PMA Holdings (PTY ) LTD. 
    168. Power Rush Trading 170 CC. 
    169. Powergate Trading 1040 
    170. Powernexus 
    171. Princetop Corporative Training (Pty) Ltd 
    172. Progressive School of Business and Engineering (Pty) 
    173. PTDEV (Pty) Ltd 
    174. Qeto Business Consulting 
    175. Quality Solutions 
    176. Reflections Development Institute 
    177. Regent Business School (Pty) Ltd t/a Regent Business School 
    178. Resonance Institute of Learning 
    179. RME Projects 
    180. Sabela Trading and Projects CC. 
    181. SADHANA GOVENDER PROJECT CONSULTANTS (PTY)LTD 
    182. Samukela Injabulo 
    183. Sebenzisanane Human Capital 
    184. Sebobatho Project Management 
    185. Senelo Trading CC 
    186. Shandu Technical Services 
    187. Shemeshe TM 
    188. Silalele Consulting CC. 
    189. Sisezwa Business Enterprise 
    190. Sisodwa Investment Enterprise 
    191. Siyakhula Trust ETD Institute Pty Ltd 
    192. Siza Nesu Training and Consultants 
    193. Social Capital Group 
    194. Soni Investment 
    195. South African Institute of Learning (SAIL) 
    196. South African ABET Development Agency SAADA 
    197. South African Governance and Business College 
    198. SWARANANG MANAGEMENT CONSULTING CC 
    199. Tachfin Holdings 
    200. Talent Centre Training 
    201. TAMASA TRAINING PTY LTD 
    202. Tasc Business Consulting and Training 
    203. Tau and Tau Training Enterprises Pty Ltd 
    204. Tavo Investment 
    205. TCNS Resources (PTY) Ltd 
    206. TEE ZET Group 
    207. TGH Traders 
    208. The Chosen Consulting Services 
    209. Thebu Financial & Management Services 
    210. Thekwini College 
    211. Thepa Trading 511 
    212. Thinking Mind Trading 
    213. Thubelihle Graduate Institute 
    214. Thuto Botshabelo Training and Projects Pty Ltd 
    215. Tlaletso Consultants 
    216. Tlotlangthuto Training & Consulting 
    217. Tloumogale Business Development & Consulting 
    218. Trade Avail 172 CC. 
    219. Tradesman Consulting and Training Solutions 
    220. Training at Work (Pty) Ltd 
    221. Training Leadership Consulting 
    222. Transafric Consulting Pty Ltd 
    223. Tru-ThoughtsTrading and Projects 
    224. Tshamutengo General Dealers CC. 
    225. Tshelopele Development Institution 
    226. Tshiredo Training Academy cc 
    227. Tswelopele Rural Development Network 
    228. Tummo Development Enterprise 
    229. Twin Peak Technologies 
    230. TWS Business Development Solutions 
    231. Tytons (Pty) LTD 
    232. Ucademy Pty Ltd 
    233. Ulwazi Training Development 
    234. Umlando Projects Pty LTD 
    235. Umqondo Consultancy 
    236. UNIVERSITY OF BUSINESS EXCELLENCE(PTY)LTD 
    237. University of Venda 
    238. Vantage Training 
    239. Varsity Institute of Science & Technology (Pty)Ltd 
    240. VCK TRAINING AND TECHNICAL SERVICES PTY LTD 
    241. VEB CELE & ASSOCIATES PTY LTD 
    242. Victorompie Enterprises CC. 
    243. Vumilia Africa Group 
    244. Vuyelwa SL Trading and Projects (Pty) LTD 
    245. Wag Consulting 
    246. World Pace Development and Training Institute 
    247. Ya Hina Management Consulting and projects 
    248. Zerben Management Solutions 
    249. ZMG CONSULTING 
    250. ZwelixolileTrading Enterprise 


    All qualifications and part qualifications registered on the National Qualifications Framework are public property. Thus the only payment that can be made for them is for service and reproduction. It is illegal to sell this material for profit. If the material is reproduced or quoted, the South African Qualifications Authority (SAQA) should be acknowledged as the source.